Cloud Apps for the Medical VerticalBy Chris Talbot | Posted 2011-03-11 Email Print
Catering to a specific vertical market has proven to be a successful strategy for many VARs and MSPs. Here's how one managed service provider, CSG Healthnet Solutions, has built a business specializing in IT for dental offices.
"There are a few like Curve Dental, which is a cloud-based solution that is getting into the market," Robinson said. "The problem in dental markets right now is with the digital radiography and all of the imaging, you’re required to have a pretty high-speed Internet connection to upload and download those images."
Unfortunately, current solutions degrade the image for faster transmission speeds, Robinson explained. Until faster and cheaper Internet speeds are available, the cloud is still a bit of a dream for some of the core functions of dental offices.
CSG uses N-able Technologies’ managed service provider platform to provide remote monitoring and management services to its clients, which Robinson said reduces the number of on-site calls his technicians have to make. The N-able platform was also chosen because it allows CSG to be proactive in its maintenance rather than reactive, which is important when dealing with dental clients. If a technology failure takes one dental chair down, then that workstation isn’t producing, so CSG has to provide an uptime guarantee. N-able’s platform allows them to do that, he said.
"They need the system to be able to give them the speed that they need and the response that they need. And the accuracy," Robinson said.
In building the business, new clients tend to come through referrals or through the various vendors that CSG works with. As Robinson explained, the vendors don’t typically have their own integration teams, and that’s where channel partners like CSG come in.